The Importance of Being Transparent

I love the verbiage of I know I caught you cold versus this is a cold call. When people say full transparency, the way I think about that is you weren't transparent until you said that. So being really transparent with that one is, is, is super clutch. It helps them say face because if they told you no, no means no, right? We're taught always no means no until you get more information. They're saying no because they don't know. This is called the feel felt found, feel felt found,. very classic and it's a great one to use here.